Business Process

I chose the Customer Engines name because that’s what I’ve been building and refining for a while now. End-to-end Marketing machines that run 24/7, work anywhere on the globe, and drive maximum revenue at minimum cost. Oh, and make the happiest customers…

After almost six months of ignoring this blog, I’ve decided to get back in the saddle and start posting about what I’ve learned and some of the interesting stuff I see happening in effective B2B Marketing.

A cautionary tale for Marketers about lead scoring and the importance of talking to Sales. I was leading an eMarketing team that implemented a fairly sophisticated system for capturing online registrations and turning them into near real time leads for Sales. Leads were categorized based (in part) on answers to qualifying questions on the forms. Each lead was assigned a letter/number code, A1, B3, C2, etc based on the score. We thought it was pretty clever….